Dennis Pryor Email & Phone Number

Raleigh, Nc, Us

Recruited to lead a sales transformation focused on renewals, customer adoption and value realization. Accountable for a subscription renewal and expansion bookings business of $600M and $900M, respectively• Built and deployed the strategy, programs, sales plays and operational processes that drove implementation and customer value, heath and retention all focused on the Customer Lifecycle – Adoption through Renewal• Orchestrated efforts across teams of sales, marketing and technical resources. Built a “success platform" which includes LAER based customer lifecycle, sales plays, telemetry, compliance and adoption strategy• Exceeded targets and quota each quarter since program inception. During this time renewal and expansion rates have improved 10 points and 20 points, respectively, generating incremental bookings in excess of $235M

Raleigh, Nc, Us

Executive leadership responsibility for driving growth & profitability for the largest Red Hat geography with open source subscription bookings in excess of $2B and nearly 20% YoY growth• Developed and executed operating model and strategy changes in go to market, customer segmentation, coverage and organizational alignment. Region’s performance improved, exceeding targets 7 of 10 quarters • Led a team of over 70; instituted operational excellence actions that resulted in 8 hours per week of additional sales time, improved deal velocity and throughput and simplified contracting, quoting and configuration• Instituted an improved management system and sales play design and execution motion which led to better forecast accuracy, greater pipeline coverage and conversion, and more effective growth and profitability

Ashburn, Virginia, Us

DXC is the newly formed $26B Technology Services company that resulted with the merger of HPE Services & CSC. DXC's BPS capabilities accelerate customer's digital transformation journey - delivering best in class automation, business model evolution and analytic capabilities. Service and technology offerings include back office automation (RPA, automated chat, etc), digital transformation (interaction channel expansion and new model development, etc) and contact center as a service - in the cloud.Leader of large, strategic BPS outsourcing pursuits and responsible for developing new business within DXC’s largest US-based customers. Designed and executed sales plays that built over $100M in pipeline in cloud-based and on-prem contact center solutions and finance and accounting advisory & process transformation services.

Houston, Texas, Us

Recruited to join the Americas Theater sales organization. Directed Go to Market (GTM) strategy and Business Development execution including offering enhancement, alliance and partner development, business planning and demand generation and new logo acquisition programs. Built over $240M in pipeline – 15 deals: $80M cloud-based contact center solutions; $10M in contact center automation, digitization & AI services and $150M finance and accounting RPA and transformation services. Created cross-industry sales plays and demand generation campaigns leveraging alliances, account profiling and GTM initiatives which led to over 50 leads (5 per seller) and 8 deals with pipeline of over $100M

Houston, Texas, Us

Executive leadership responsibility for driving growth of the $2B+ Global Business Process Services Business including industry leading offerings in Finance & Accounting, Business Analytics, Customer Experience Management and Digitization. Led Go to Market strategy and execution including offering enhancement, alliance and partner development, business planning, demand generation and sales play development, new logo acquisition programs and sales education. Programs and alliances drove Y/Y new contract signings and profit improvements of 25%+ and 2BPS, respectively.Impact highlights include:Built over $3.5B in pipeline, drove YTY increase in new contract signings of over 25% and margin improvement of 2 basis points. Increased win rate from 66% to 77% using improved qualification and a consultative / advisory sales approach.Part of team that sold, built and delivered the first private cloud, CCaaS engagement - $300M, 5 year term. Part of team that developed and sold the first robotics process automation engagement to a large consumer products company.

Palo Alto, Ca, Us

Directed and managed the sales operations organization serving the US Public Sector marketplace. Operations responsibility spanned from quote to cash collection for all routes to market and all HP business units and included customer service, project management, eCommerce and account operations functions.Impact highlights include:Transformed order management organization and drove 25%+ improvement in rep productivity, increased frictionless order rate by 10 basis points, reduced DSO by 10 days and reduced cost / transaction by 20%+.Improved key customer and employee satisfaction ratings improved: Customer experience and net promoter scores by over 20% and employee satisfaction by 10 basis points.

Morrisville, Nc, Us

Recruited to Lenovo to create and develop a Mid Market business unit aimed at serving the medium business marketplace. Role evolved to Executive Director, US Mid Market Sales. Managed US Mid Market sales, marketing, finance and business development. P&L accountability and GTM responsibility for this rapidly growing segment. Led a team of over 100 inside and field sales representatives. Restructured sales coverage, sales alignment (inside versus outside sellers), customer segmentation and go-to-market strategies.Other responsibilities included: Channel / business partner programs and incentives, demand generation programs and sales plays, customer acquisition strategies, eCommerce strategies, sales incentive and enablement and business/market intelligence.

AIA VENTURES, INC. - Austin, Texas; Bangalore, India; and Monrovia, LiberiaCo-founder and President of successful global trading and consultancy business targeting the health care, insurance and software industries. Raised seed capital from angel investors and developed company’s capital and legal structure leveraging available tax advantages. Architect of all facets of the company's business and led the growth from start up to over $6M in revenue. Selected and signed sales and marketing agreements with 15 firms in India resulting in the creation of 500+ seat transaction processing and 250+ employee software development capacity. Accumulated on-the-ground time in India of over 13 months and in Liberia of over 6 months. Well-versed in local business practices, customs and cultures in India and Africa.

Round Rock, Texas, Us

Held various executive positions in Finance, Operations and Sales including: Director of Business Operations and Service Sales, Preferred Accounts sales segment; Director Inside Sales - International Corporate Accounts sales segment; Controller, State and Local Government sales segment; Controller for the Latitude Notebook line of business; Controller for Value Added Services line of business

Bachelor Of Science, Accounting And Business Data Processing

Advanced Studies In Leadership And Management